The Intertemporal Dynamics of Consumer Lock-in

By Gal Zauberman. 2003

312 citations recorded by the source corpus.

Subfields: General Decision Sciences, Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/0d7e1499af187b84744aa8fee2fe7adb1ce08e29

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Citations in the corpus

Identifying Appropriate Compensation Types for Service Failures (2014, background): “Pertinent research largely confirms the present bias (e.g., Zauberman 2003).”
The Psychology of Intertemporal Discounting: Why are Distant Events Valued Differently from Proximal Ones? (2005, background): “In addition to hyperbolic functions, another family of models of this bias towards the present is referred as quasi-hyperbolic discounting functions (e.g., Laibson, 1997; O’Donoghue and Rabin, 1999; Zauberman, 2003).”
The Impact of Marketing-Induced versus Word-of-Mouth Customer Acquisition on Customer Equity Growth (2008, background): “Indeed, regular users are already familiar with the site and thus perceive higher switching costs that lead to consumer lock-in (Zauberman 2003).”
A Generalizable Scale of Propensity to Plan: The Long and the Short of Planning for Time and for Money (2010, background): “Future research should consider how propensity to plan relates to the concept of “sophistication” (i.e., anticipation of future impatience) in the literature on present-biased preferences (Laibson 1997; O’Donoghue and Rabin 2001; Zauberman 2003).”
Customer Equity: Measurement, Management and Research Opportunities (2007, methodology): “, 2004, Zauberman, 2003). For example, Johnson et al. (2004) using Mediametrix data have modeled visits behavior of a pool of customers in the music category.”
Review of the theoretical underpinnings of loyalty programs (2011, background): “Consumers who adopt new products or services and expend effort and time to learn how to use these innovations are less likely to switch companies (Johnson, Bellman,&Lohse, 2003; Zauberman, 2003).”
Anti-consumption and brand avoidance (2009, methodology): “…Quality amplification Cost attenuation Image adaptation Sub-branding Network formation Sampling solution Positive WOM Incurable avoidance Please cite this article as: Lee MSW, et al, Anti-consumption and brand avoidanc man, 1970; Morgan and Hunt, 1994; Panther and Farquhar, 2004; Zauberman, 2003).”
Habit slips: when consumers unintentionally resist new products (2017, background): “tional decision process involving weighing past investments and switching costs (cognitive lock-in, Murray and Häubl 2007; Zauberman 2003).”
Searching for Experience on the Web: An Empirical Examination of Consumer Behavior for Search and Experience Goods (2009, background): “This should lead to “experience effects” that reduce incentives to learn new interfaces and increase cognitive lock-in (Johnson, Bellman, and Lohse 2003; Wood and Lynch 2002; Zauberman 2003), thus reducing free-riding behavior.”
When do you Want It? Time, Decisions, and Public Policy (2006, background): “Finally, Eyal and colleagues (2004) argue that in people’s evaluations of actions, pros (i.e., reasons to undertake an action) are higher level and more central than cons (i.e., constraints on action).”
Marketing in Computer-Mediated Environments: Research Synthesis and New Directions (2014, unknown): “Experienced consumers, and those expecting a product to be auctioned again, tend to bid lower (Chan, Kadiyali, and Park 2007; Zeithammer 2006).”